Lean Applications in Sales
How a Sales Manager Applied Lean Tools to Sales Processes and Exceeded His Goals
Published on 30. June 2014
132 pages
978-1-60649-767-8 (ISBN)
Description
Over the past decade, Lean methods and tools have helped
manufacturing organizations improve their productivity levels
significantly by focusing on data, systematic elimination of
waste, and improvement of flow. Today many nonmanufacturing
organizations are applying the powerful process improvement
methods and tools employed with Lean techniques.
This book illustrates Lean methods and tools applications
applied to a full range of sales organizations and processes. By
discussing these tools in various sales environments, sales team
leaders can begin to understand how these methods and tools
can be applied in their organizations. Through a unique and easy
reading story of a frustrated sales team leader discovering the
power of these tools, the authors present a compelling argument
to begin using Lean in sales organizations; and illustrate the discovery,
application, and transformation of sales processes. It's
the perfect book for sales managers, sales team leaders, and
business education students.
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MOTWANI
LEAN APPLICATIONS IN SALES
How a Sales Manager Applied Lean Tools to Sales Processes and Exceeded His Goals
Book
10/2014
Business Expert Press
€20.60
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Persons
Dr. Jaideep Motwani is Chair and Professor of Management at
the Seidman College of Business, Grand Valley State University
since 2000. He also served as the E. Seidman Endowed Chair
of Management from 2000 to 2002. He received his PhD in operations
management from University of North Texas, and has
co-authored more than 15 books and more than 175 articles on
Lean, quality management, customer service, and much more.
He has taught and conducted research seminars in major universities
in Canada, China, Costa Rica, Hong Kong, India, France,
Germany, Thailand, and the United Kingdom.
Content
Chapter 1 The Lean Sigma for Sales Challenge .....................1
Chapter 2 Identification and Understanding of Lean Sigma ..................... 7
Chapter 3 Lean Sigma Methods and Tools: Basic Concepts ..................... 21
Chapter 4 Comparing Manufacturing and Sales Processes ..................... 45
Chapter 5 Key Enablers: Policy Deployment, Accountability
Sessions, Employee Training and
Involvement, and Lean Sigma Tool Selection and
Application ..................... 53
Chapter 6 Analysis of the Current State ..................... 61
Chapter 7 Application of Lean Sigma Tools and Results ..................... 73
Chapter 8 Making Sales Cultural Transitions ..................... 107
Chapter 9 Achieving, Sustaining, and
Celebrating Sales Success ..................... 113
Suggestions for Further Reading ...........................................................117
Index .................................................................................................119
